Senior Account Manager - Long Island, NY

Responsibilities

• Manages the sales of accounts within Integrated Buying systems (GPOs) within a defined territory or region.
• Increase sales in assigned territory and develop new business opportunities.
• Leverage new product launches to gain market share.
• Achieve territory sales goals.
• Call on new prospective customers to uncover new opportunities.
• Manage accounts and develop new business opportunities at the IHN level.
• Customer contact is spread across multi-disciplines within the hospital environment.
• Manage relationships with pharmaceutical wholesalers and distribution partners at a regional level.
• Generate new clients, promote new business, and maintain relationships with current clients.
• Manage corporate resources to address customer requirements.
• Plan ahead with solutions based on discreet customer requirements.
• Manage account sales issues independently utilizing a full knowledge of corporate and sales processes.
• Train and mentor entry-level sales representatives on the sales process and the company’s product mix.
• Prepare all materials needed to maximize selling time with the customer and calls on assigned and potential customers on a routine basis.
• Maintain current database for top accounts, including GPO and Wholesaler affiliations, key contacts, address, phone, fax, and email addresses.
• Operate within expense budget guidelines.
• Define problems/issues and develop projects for execution by various members of the sales organization.
• Act as the project leader.
• Desire to excel and meet aggressive goals.
• Contribute to the success of Fresenius Kabi, beyond individual territory.
• Provide regular and timely feedback to manager and the internal organization.
• Maintain database for accounts with required and relevant information.
• Perform company business in accordance with all corporate compliance initiatives.
• Submit market trend updates to leadership and the home office regularly.
• Maintain access to hospitals in territory by adhering to local policies and meeting all vendor credentialing requirements.
• Successfully completes all sales training requirements and administrative requirements, including but not limited to, weekly call entry, monthly expense reporting, monthly sales reporting, and acknowledgement of corporate policies.
• Completes all training requirements, including all department-specific, compliance training, etc.
• Participates in any and all reasonable work activities as assigned by management.

Requirements

• Bachelor’s degree required.
• 5+ years of related sales experience.
• Ability to work independently.
• Demonstrated success in a consultative selling role (questioning, listening, managing call dynamics, managing objections, closing for next steps).
• Solid influencing skills accompanied with outstanding selling and presentation skills.
• Effective communication (verbal and written) and interpersonal skills.
• Intermediate skill set with Microsoft Office (Word, Excel, PowerPoint, Outlook).
• Experience with ERPs (SAP preferred), CRMs (Salesforce.com preferred) and knowledge of other database concepts.
• Ability to travel frequently by car, public transportation (i.e., airline travel) as needed to meet business needs.
• Must have a valid driver’s license.
• Travel requirement of approximately 80% (overnight travel will vary depending on the assigned territory).
• Ability to travel within designated geography and occasionally outside of own geography.
• Must maintain all requirements for access to customer sites, including active and current compliance with all credentialing requirements (may include COVID-19 and annual influenza vaccinations), in order to perform the essential functions of the role at customer locations.
• Demonstrated ability to prioritize and execute tasks in a dynamic environment.
• Ability to work flexible hours and weekends to meet business/customer needs.
• Ability to work effectively with all employees and external business contacts while conveying a positive, service-oriented attitude.
• Ability to maintain complete confidentiality and discretion in business relationships and exercise sound business judgment.